2022 Sales & Leadership Summit: A MarshBerry & IIAW Partnership
MarshBerry instructors will deliver an action packed 1.5-day workshop filled with fantastic topics you won't want to miss! Our 2022 Sales & Leadership Summit will be led by Don Folino, MarshBerry Sales Performance Consultant, and Eric Kuhen, MarshBerry Senior Strategy Consultant.
A strong sales culture not only enables your firm to consistently win new business, but it also has the right people, processes, trainings and technology in place to sustain double-digit organic growth for multiple years. To know where your agency stands, you need to benchmark your sales culture in four key areas: Sales Leadership, Performance Management, People Development & Technology. DOWNLOAD FLYER
Want to learn more about our upcoming event? MarshBerry's Senior Consultant Don Folio will be hosting a FREE preview webinar to give you a glimpse of what to expect for the Sales & Leadership Summit! This preview webinar is happening on July 20th at 1 p.m. Click HERE to join the preview webinar.
INITIATE. DEVELOP. CLOSE.
Whether you are looking to train a new sales producer or develop a sales management team, MarshBerry’s Summer Summit Workshop for IIAW members provides solutions to build and maintain sustainable sales practices and strategies. This day and a half program focuses on the skills and knowledge every sales producer needs to develop to maximize their potential and start generating revenue for your firm. Accelerate your firm’s growth by advancing your producer’s skills. The program includes: State of the Insurance Industry
During this interactive session, MarshBerry discusses the challenges and opportunities facing independently owned agents and brokers in the upcoming year including the trends, benchmarking and industry-specific data to support growth objectives. Foundational Selling Techniques This session covers using six key areas to allow producers to create a customized approach for re-engaging current clients and driving conversations with prospects. - PSIC: Problem, Solution, Impact, Case Study.
- Collaboration & Communication Techniques: Acknowledge, Pivot, Recap & Verify.
- How to Open a Meeting Strong: Purpose and Meeting Expectations, The Value of an Agenda; Gaining Agreement
- Creating Awareness of Unrealized Needs: Using PSIC to uncover business and/or insurance related problems that your prospects face and why your firm is uniquely suited to help.
- Resolving Prospect Concerns: Value Proposition, Overcoming Indifference, Acknowledge Concerns, Gain Agreement
- Advancing the Opportunity: BAMFAM – Book a Meeting from a Meeting
Effective Sales Huddles
- GPACK: Get, Prep, Advance, Close, Keep
- Get more first appointments, triage pipelines, and renew top clients.
Goal Setting and Accountability
Building Trust & Understanding Personality Types
- Building Trust: Develop the right strategy to build internal and external trust through more effective communication and conflict resolution.
- Understanding Personality Types: Learn the four behavioral dimensions of DISC theory and how you can best communicate with others of different behavioral types.
Handling Conflict
- How to identify and react to conflict to obtain positive results
Culture Creation
- Believe It, Sell It, Demand It
Schedule:
August 23, 2022 10am - 4:30pm - Summit (lunch provided) 6:00pm - Join us for a fun evening of Timber Rattlers Baseball! Depart for Fox Cities Stadium from Bridgewood Resort (transportation to and from hotel provided) **included with registration is game ticket, dinner and drinks
August 24, 2022
8-30am-9:30am - Breakfast 9:30am-1:00pm - Summit (grab-n-go lunch provided)
Price: $249 (registration includes 1.5-day workshop, meals and ticket to Timber Rattlers baseball game) Hotel accommodations: Bridgewood Resort Hotel & Conference Center
Space is limited, so reserve your spot today! Contact Diana@iiaw.com with any questions you might have.
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